External and internal supplier influences: Buyer perceptions of channel outcomes

External and internal influences on channel outcomes are examined. Research hypotheses are presented on main and interaction effects of supplier relative market position and internal influence measures with respect to buyer perceptions of channel outcomes. Data from dealers (N=324) in the office systems and furniture industry were used to test the proposed relationships. Among the findings is that the effects of power generated from conditions outside the channel dyad and the use of coercive influence strategies account for a significant share of the variance in dealers’ perceptions of control. Implications and suggestions for future research are provided. She received her Ph.D. from the University of Alabama. Her research interests include buyer-seller relationships and channel strategy. She has published in theJournal of Marketing, Journal of Retailing, Journal of Personal Selling and Sales Management, Marketing Letters, and other journals. She received her Ph.D. from the University of Cincinnati. Her fields of interest include leadership, mentorship, and management development. She has published in theJournal of Applied Psychology, Industrial Relations, Journal of Organizational Behavior, Educational and Psychological Measurement, and other journals.